TM
IncOder
Sales Training Course
NOT FOR GENERAL RELEASE
Revision D
Commercial in confidence
Mark Howard
Copyright Zettlex 2004-2016
March 2016
1
BS EN 13980
3x
BS EN ISO 9001
Contents
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify potential customers?
How much does it cost?
Questions & Answers.
Available documentation, price lists etc.
2
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
3
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Copyright Zettlex 2004-2015
BS EN 13980
3x
BS EN ISO 9001
1. What is it?



“A high precision, angle encoder”
“Low profile with a large bore”
“Easy to install to achieve high accuracy”
<2”
Traditional
Shaft
Encoder
Traditional
Through Bore
Encoder
IncOder
4
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1. What is it?



Zettlex’s main product line
An excellent way to promote and advertise
A great way to strike up a conversation with customers
5
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1. What is it?
Inc
TM
der
 accurate
 absolute
 robust
 large bore
 easy to fit
 lightweight
 economical
Angle encoders
that tick all the boxes
www.zettlex.com
6
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
7
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
2. How does it work?
 Like
a transformer - similar to resolver
 DC power in
 Absolute, digital* values out
 No need for separate electronics
 No need for high-precision installation
* - can be incremental (AqB pulses) or analogue (0-10V) but it’s most frequently absolute & digital
8
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
2. How does it work?
3
1.
2.
3.
4.
Supply power here
Electromagnetic field here
Rotor distorts the field
Stator senses distortion
& processes signals
5. Data output here
4
2
1
5
9
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
2. How does it work?
• “Is it the same as an Inductosyn?”
• This is a very good sign
• Similar physics but:• No connection to rotor
• Much less expensive
• Not ITAR restricted
• Much larger range of product options
10
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
2. How does it work?
• “Is it the same as brushless resolver*?”
• This is a very good sign
• Same physics but:• Less bulky
• Similar accuracy as ‘A grade’ resolvers
• Includes all electronics
• Not ITAR restricted
* Other terms are slab resolver, pancake resolver, frameless resolver
11
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
12
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
3. What are the benefits?
Non-contact
Inductive
Absolute
Surface measurement
Low profile
No bearings
Big bore
Digital output
‘Fit & Forget’
Insensitive to dust, water & temperature
No seals
No cal step
Easy & low cost installation
Assists design of host equipment
Low cost & reliability
Assists design of host
Simple*
* Resolvers and Inductosyns are difficult to specify and engineer
13
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
14
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
4. What is the USP?
Easy design & installation to achieve good
measurement performance
Good measurement performance in harsh
conditions
15
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
16
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
5. What’s the competition?
 Traditional
shaft (optical) encoders
 Hengstler,
BEI, Sick-Stegman etc.
 Accurate but delicate
 IncOder wins on ruggedness & shape
 Optical
ring encoders
 Renishaw
 High
performance (on paper)
 IncOder wins on ruggedness & cost
17
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
5. What’s the competition?
 Magnetic
ring encoders
Renishaw, Honeywell
 Robust but lack performance & EMC problems
 IncOder wins on performance

 Resolvers
 Muirhead,
LTN, Axsys (Northrop),
 Rugged but big, bulky & expensive
 IncOder wins on price, simplicity, size & weight
18
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
5. What’s the competition?

Netzer ‘Electric’ (capacitive) Encoders from Israel



Most frequent competition
Good performance on paper - poor actual performance
Netzer has major problems with:







foreign matter – condensation
low temperatures
electrostatic charge on rotating shafts – may require earthing
price (typically >50% more than Zettlex)
tight installation tolerances
service
IncOder wins on price, reliability & service
19
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
20
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
6. Applications
21
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
22
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Form factor; high resolution, low temperature.
23
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Form factor; high resolution, reliability.
24
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
High resolution; reliability; custom housing and vibration resilience
25
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Reliability; custom housing; pressure resilience
26
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Reliability; lightweight; accuracy
27
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
High resolution; form factor; reliability
28
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Form factor; reliability; resilience
29
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
High resolution; form factor; SPI comms
30
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Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
7. Track Record
Big bore; high resolution; shock resilience
31
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
32
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
8. Who buys?
Equipment Manufacturers
Electro-optic & camera gimbals
Pan & Tilt systems
Antenna systems
Weapons systems
Robots & Manipulator Arms
Surgical Robotics
Bomb disposal robots
Rotary & Rate Tables
Rotary joints
Machine tools
Packaging Machinery
Lab & Test Automation
10 – 500 units/year/contract
Instrumentation Users
Researchers & developers
in universities, commercial
R&D departments
Test equipment
Calibration equipment
1-5 units total order
Not here
Focus here
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Copyright Zettlex 2004-2016
33
BS EN 13980
3x
BS EN ISO 9001
8. Who buys & why?
•
Mechanical Designer…….struggling with space or
weight or temperature
•
Electrical Manager…….struggling with measurement
performance/cost
•
•
•
Electrical Designer …….who don’t understand resolvers
Business Development Manager ……looking to
reduce cost, reduce size/weight or improve measurement
performance
Netzer Customers …….who have realized capacitive
sensors are unreliable
34
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
8. Who buys & why?
Top reasons for purchase:
1. Form factor – flat with a big hole in the middle!
2. Price
3. Absolute
4. Measurement performance especially high resolution
5. We offer customization
6. Simple
7. No couplings
8. Robust to muck
9. No bearings
10. No precision installation
11. No maintenance
12. No seals
13. No analogue conversion
35
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
36
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
9. Identifying potential customers

One or more of the following characteristics
 Using rotary joints
 Uisng Netzer
 Using slip rings
 Using pancake resolvers
 Using direct drive motor
 Manufacturer of gimbals for cameras, radar, ISTAR,
launchers or weapons
37
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
What is it?
How does it work?
What are the benefits?
What is the USP?
What is the competition?
What are the applications?
What is the track record?
Who buys these products and why?
How do we identify a potential customer?
How much does it cost?
Questions & Answers.
38
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
10. How much does it cost?
1. Be sure you understand the part numbering
system in Product Guide. THIS IS IMPORTANT
2. Build up Part Number
3. Use Product Configurator on web-site
4. OR, Calculate Cost from Price List (Latest on
Support on web-site)
5. Apply your discount
6. Quote
7. Usually lead-time is 4 weeks
39
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
Screw Mount Stator & Screw
Mount Rotor
INC-4
Servo Clamp Stator & Set
Screw Rotor
INC-6
Servo Clamp Stator & Plain
Rotor
Screw Mount Stator & Set
Screw Rotor
INC-7
INC-8
INC-9
INC-10
0.00
100101 10bits
0.00
9.00
SSI3
SSI3 Digital only
0.00
RFC3
B
Burn in prior to acceptance testing
170101 17bits
12.00
SSI4
SSI4 Digital only
0.00
RFC4 Radial flexi, 90 connector 12mm 47.00
E
Engraving
200 200mm 693.00
180101 18bits
18.00
SSI5
SSI5 Digital only
0.00
RFC5
Radial flexi, no connector 100mm 25.00
A
Alocrom surface finish (not anodized)
225 225mm 790.00
190101 19bits
27.00
SSI6
SSI6 Digital only
0.00
RFC6
Radial flexi, no connector 12mm
16.00
250 250mm 898.00
200101 20bits
210101 21bits
220101 22bits
80.00
SSI7
SSI8
SPI1
V0360
V3601
V0270
V2701
V0180
V1801
V0090
V0901
ASI1V
SSI1V
SSI2V
SSI3V
SSI4V
SSI5V
SSI6V
SSI7V
SSI8V
SPI1V
ABZ1
ABZ2
ABZ3
ABZ4
ABZ5
ABZ6
SSI7 Digital only
0.00
Integral Axial Cable
81.00
SSI8 Digital only
0.00
AFL1
AFL2
Integral Axial Cable (IP67)
120.00
ACCESSORIES
25.00
Shim 125mm pack of 5
30.00
Shim 150mm pack of 5
35.00
Shim 175mm pack of 5
45.00
Shim 200mm pack of 5
50.00
Shim 225mm pack of 5
55.00
Shim 250mm pack of 5
60.00
Cert. of Conformance
25.00
Ex
te n
d
Ra e d
ng
e
160101 16bits
INC-10 deafult is for inner and outer
devices to have same electrical
interface. Specify inner and outer
separately if not the same elec.
interface.
Shim 100mm pack of 5
be
r
Leaded solder
24V Cold
24CT Temp. 75.00
Typically not required
175 175mm 608.00
22bits only available in 150mm
and larger
20.00
AN Anodized 0.00
150 150mm 533.00
NOTE 2
Shim 75mm pack of 5
Nu
m
Ultra high shock & vibration
P
Radial flexi, 900 connector
100mm
27.00
GB
£
G
0.00
Radial flexi, vertical connector
12mm
Servo Clamp (pack of 3)
ish
0.00
24V
RFC2
47.00
be
r
12V
24
RFC1
0.00
47.00
Fi n
12
47.00
0.00
SSI2 Digital only
Cable 8-way 2m
Nu
m
52.00
SSI1 Digital only
SSI2
Cable 10-way 2m
GB
£
0.00
SSI1
GB£
e
5V
140101 14bits
Description
lt a
g
5
120101 12bits minus 60.00
INC-10 only available with AC1, AFL1
or AFL2 connector options.
Vo
0.00
125 125mm 467.00
0.00
be
r
Axial connector
100 100mm 410.00
Screw Mount Stator & Plain
0.00
Rotor
Servo Clamp Stator & Screw
0.00
Mount Rotor
Duplex Stator & Duplex
400.00
Rotor
Nu
m
AC1
0.00
0.00
GB
£
Co
n
Nu
m
be
r
ne
c to
r
ASI1 Digital only
GB
£
ms
Co
m
GB
£
Nu
m
ASI1
0.00
INC-10 only available in size 125mm
and larger.
INC-CAB3-2
INC-CAB5-2
INC-CLAMP1
INC-SH-75
INC-SH-100
INC-SH-125
INC-SHI-150
INC-SH-175
INC-SH-200
INC-SH-225
INC-SH-250
C of C
minus
100.00
Radial flexi, vertical connector
100mm
NOTE 1
Number
be
r
t io
Re
so
lu
be
r
75 75mm 355.00
Nu
m
GB
£
Siz
e
be
r
INC-3
Nu
m
GB
£
rm
at
Fo
Nu
m
be
r
n
10. How much does it cost?
100.00
120.00
SPI1 Digital only
0.00
0-10V 360 degree CW
0.00
0-10V 360 degree CCW
0.00
0-10V 270 degree CW
0.00
0-10V 270 degree CCW
0.00
0-10V 180 CW
0.00
0-10V 180 degree CCW
0.00
0-10V 90 degree CW
0.00
0-10V 90 degree CCW
0.00
ASI1 & 1V sin/cos
150.00
SSI1 & 1V sin/cos
150.00
SSI2 & 1V sin/cos
150.00
SSI3 & 1V sin/cos
150.00
SSI4 & 1V sin/cos
150.00
SSI5 & 1V sin/cos
150.00
SSI6 & 1V sin/cos
150.00
SSI7 & 1V sin/cos
150.00
SSI8 & 1V sin/cos
150.00
SPI1 & 1V sin/cos
150.00
RS422 with 90 0 Z ref
0.00
RS422 with 18 0 Z ref
0.00
Push-pull (TTL) 90 0 Z ref
0.00
Push-pull (TTL) 180 0 Z ref
0.00
Push-pull (HTL) 90 0 Z ref
0.00
Push-pull (HTL) 180 0 Z ref
0.00
52.00
0
S Surtec650 surface finish (not anodized)
NOTE 6
Green colour indicates
default
NOTE 7
NOTE 3
0-10V comms are at 14bit resolution.
0-10V comms only available in 12,
24 or 24CT Voltage
NOTE 4
All comms with 1V sin/cos only
available in 125mm Outer Diameter,
12V power supply and AC1
connector option
Default for Ultra Hi-Rel options is
blank. DO NOT USE UNLESS
NECESSARY
One or more options may be
chosen and price is incremented
accordingly.
Either Option A or S may be
chosen but not both.
If Option A or S is chosen then
remove AN from part number
NOTE 5
If ABZ option chosen then highest
resolution possible is 190101
40
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
Questions & Answers
41
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
12. Available Documentation
•
•
•
•
See www.zettlex.com
Support
Partner Area
Password = zettpart
42
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001
www.zettlex.com
+44 [0] 1223 874444
email: [email protected]
“Ours is a simple business ethic:honesty, hard-work & great customer service”
Mark Howard, Zettlex General Manager
43
Commercial in confidence
Copyright Zettlex 2004-2016
BS EN 13980
3x
BS EN ISO 9001